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3 Traits You Need to be Successful in Sales

According to Michael Tracy, one of today’s top sales professionals and speakers, being yourself is the ultimate sales tool. “Instead of playing a role, you can actually focus on the other person, getting to know who they are, asking good questions and listening to their answers,” Tracy said on his blog. There are, however, three parts of yourself that you need to emphasize, and they all begin with the letter “C.”

Confident

“Confidence is key,” is a saying for a reason. If you don’t have faith in yourself and what you’re selling, who will? True confidence comes with knowledge and preparation. To be truly confident that your product or service can help your prospect, you need to do your research on them. What are the prospect’s needs, wants, and goals? Can something you’re offering help with any of those? And, if so, what’s the most direct way for the prospect to see results if they buy from you? This knowledge will give you confidence in what you’re selling and confidence that you know how to communicate its effectiveness.

Cool

Think about the people in your life who you consider cool. They’re probably confident, experienced, able, and level-headed. They exude control, but not in a tyrannical sort of way. People around them just know that this person can handle what’s thrown their way with ease and that they’re the person to go to in order to get things done. However, cool people are not showboaty about their coolness. They don’t try to force people to think of them as cool. As Tywin Lannister of Game of Thrones most eloquently put it, “Any man who must say, ‘I am the king,’ is no true king.” Does any of this sound like you?

Rachel Cagle

Rachel is a Research Analyst, specializing in audience intelligence, at SalesFuel. She also helps to maintain the major accounts and co-op intelligence databases. As the holder of a Bachelors degree in English from The Ohio State University, Rachel helps the rest of the SalesFuel team with their writing needs.